The Plan Is Great. Until It Isn't | Ep. 454

0:00Happy Saturday, my friends, a little late in the afternoon, but that's kind of how the weekend goes sometimes. So today I wanna talk about something that I think most people never actually stop to answer honestly, and that is, are you willing? Are you really willing to improvise and adapt when conditions change? Or are you the kind of person who grips super tight, like death grip on that original plan that when reality shifts, you just kind of stand there wondering why nothing is working? Because, you know, here's what I know. The mortgage industry does not care in the market, and just in general, pretty much everything, does not care about what your plans are, right? Nothing does. Rates, do not care about your plan, buyers, sellers, underwriters, and every curveball that walks through your pipeline on a Tuesday afternoon definitely do not care about your plan. Conditions change, they just start, right? And that's, and, you know, it's not a possibility. It's an absolute guarantee.

1:01And the loan officers who build something last things are not the ones always with the best plans. They are the ones who can look at a completely different set of circumstances than where they started and then figure out how they're going to move forward in spite of it, right? That is called adaptability. And right now, it might be the most valuable skill in this business because there's a lot of change happening, right? And not just now, but if you look at the past few years, right? There's a lot of people that are still standing, still growing, still finding a way to produce and even having record years in a market that looked nothing like it did three, four, five years ago, right? And they didn't get here by doing the same thing they always did in hoping for the market to come back to them. They got there by adjusting, right? By changing their conversations, by finding new ways to create value, by learning new strategies and new ways to reach people who still need to buy and sell homes regardless of what rates or affordability happens to be, right? They improvised, they adapted and they kept moving.

2:04Now, don't get me wrong, guys, like I'm not saying throw your plan out the window every time something gets hard, right? Otherwise, you'll be doing that pretty much every week, right? That's not adaptability. That's just quitting, right? That's really what that is. What I'm saying is that you have to hold your strategy with one hand and your flexibility with the other because destination can stay the same the route just might need to change, right? And then there's a saying in the military that no plan survives first contact with the enemy. And in this business, the market is always going to throw something at you that your plan did not account for. The question is never whether that is going to happen. Okay, just don't it. The question is, what do you do when it does? So I want you to be honest with yourself, right? When condition shift and they will, do you freeze? Do you complain? Do you run to a Facebook group and vent, right? Do you wait for things to go back to normal? Do you wait for the market to lift you up?

3:06Or do you look at the new set of circumstances and ask yourself, what is the best move I could make right now with what I have? Because the loan officers who win in any market are the ones who never stop asking that question and provides adapt, keep moving. Hope you guys have an amazing Saturday and I'll see you all tomorrow. Take care.